Consulting: Demand Owner

An exciting opportunity has arisen at BSG for the role of a Demand Owner. The Demand Owner is primarily a relationship-sales focused role, responsible for revenue targets being met within a specific client environment / industry segment.

This includes formulating and executing a Relationship Sales plan for a specific client domain in line with BSG’s sales strategy, showing how the revenue and profitability targets will be met by identifying individual client needs to be solved through BSG offerings.

In doing so, the Demand Owner will be required to establish relationships in a new client environment (Acquisition sales), and/or create new relationships in an existing client environment (Penetration sales) and/or build on existing relationships in an existing client environment (Retention sales).

The outcomes must be achieved by collaborating with the internal BSG ecosystem, so the Demand Owner will need to establish relationships across this internal ecosystem to ensure that commitments made during the sales cycle are fulfilled by the relevant areas of supply, including holding Capability Leads accountable for providing the Consulting skill and capacity required to solve client problems in meeting BSG commitments.

Qualifications:

Degree essential. Relevant Honours Degree (Commerce and IT)

Experience:

10+ years, which must include significant experience in consulting or consulting-related field.

Must have demonstrated Professional Services sales experience.

Must have experience in leading engagements and building relationships in a client environment.

Must have a strong set of already established client executive relationships.

Knowledge:

  • Planning & executing against that plan in order to build client relationships with new / existing clients, based on an anticipated or known set of client problems to be address through a range of Consulting offerings
  • Commercial awareness and understanding
  • Creating options to address a specific challenge
  • Presenting options and approaches in a confident and effective way to senior executive stakeholders
  • Closing the sale, negotiation and related sales execution processes
  • Industry insights
  • Business consulting industry
  • Executive relationships in targeted client environments

Job Objectives:

  • Financial
    • To drive revenue pipeline generation from a sales execution perspective, so that overall targets for a specific client domain are achieved, through:
      • Client segment revenue target realisation (as defined by an annual sales strategy)
      • Support enhanced profitability through a pipeline of opportunities that are positioned in a customer-centric and fact-based manner, aligned to BSG’s offerings (vs traditionally selling capabilities) within new and existing clients
    • Customer
      • To build trust with executive decision-makers in specific client environments thereby enabling BSG to apply a customer-centric and fact-based approach to enable BSG to solve their clients’ most important business problems
      • To support key strategic initiatives in order to position BSG effectively in line with identified / anticipated business needs so as to ensure a positioning and an optimal set of relationships that result in offering-led engagements
    • Internal Process
      • To ensure sales activities follow the defined risk, quality and control processes
      • Create efficiencies in sales planning so that it is clear how BSG will execute a range of tactics to build awareness and trust in order to achieve annual revenue targets, while managing the cost of sales appropriately
    • Learning & Growth
      • Understand client requirements and needs in order to effectively anticipate where BSG is able to support by making use of research and knowledge insights.
      • Set direction with internal functions (e.g. Research, Marketing) to build the collateral and other assets to support the relationships sales plan. This requires critical thinking and insights to be utilised to effectively position BSG to be trusted to execute client strategies through offering-led engagements.
      • Set expectations with BSG’s Capability Leaders to ensure that the right mix of skills and experience is available to fulfil client demand needs

Skills and Abilities:

  • Ability to plan both relationship building and sales execution activities
  • Structured but flexible approach to Relationship Sales in line with the Professional Services Game Plan and against all elements of the Sales Wheel
  • Critical thinking skills
  • Creating practical options for the Client in order to move along the sales wheel
  • Engage with new Senior client stakeholders (executives) – both verbal and written to create desire
  • Ability to deal with pressure, in being resilient and being able to keep going until the outcome is achieved
  • Able to get results from / through others
  • Ability to draft reports and documents in line with stated business requirements
  • Ability to create effective internal networks to leverage experience, knowledge and research insights

Key Performance Areas:

  • Grow revenue – revenue achieved in the client environment [expect an annual revenue target of R 20 M – R 40 M]
  • Increase profitability – Client / Client segment GP and GP%
  • Client trust and satisfaction
  • Management of material risks and issues
  • Knowledge assets and collateral – develop sales collateral and other assets to support relationship sales plans

Please note: When applying for this role carefully consider the minimum requirements

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